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The Distributor Brand Champion’s main priority is developing annual business plans, driving CUBA Beverage Company (CBC) initiatives, and tracking Key Performance Indicators through a set group of Distributors within their territory.
Key responsibilities include: communicating strategic priorities; driving and managing key CUBA Beverage Company initiatives; ensuring implementation of merchandising standards; developing systems to track and measure Distributors execution; monitoring sales/POS progress against business plans; and coaching Distributors to produce execution excellence.
RESPONSIBILITIES & JOB OUTLINE:
Implement CBC’s Strategy, Merchandising Standards, and Key Account Programs.
Coordinates meetings with Distributors.
Implements systems to track and benchmark Distributors key initiatives/goals.
Ensure Distributors understanding to execute CBC’s merchandising standards.
Establishes set communication schedule to discuss upcoming and on going Key Account Programs
Assist in training to guarantee Sales Reps clearly understand merchandising standards (i.e. product flow, sku priorities by channel, display merchandising, pricing, etc.).
Business Plan
Develop with Distributors the annual business plan with regards to organization requirements, distribution, volume, & investments.
Secure agreement on necessary subjects and review progress.
Consistently communicate with ownership and to guarantee alignment.
Establish POS allocation by distributor.
Keeps Distributor abreast of ALL new POS items and applicable allocation/timing.
Business Intelligence
Maintains strong working knowledge of all CBC systems
Develop knowledge of key account systems and how they relate to each Distributor (i.e. Exxon’s GROC, Wal-Mart’s centralized billing).
Proactively censure for Out-of-Stock’s.
Holds Distributor accountable for Data/Bill Backs/Depletions.
Distributor Structure and Accountability Expert
Thorough working knowledge of distributors’ internal systems and structure.
Understands distributor’s hierarchy and has relationship from the top down (Owner to Managers)
Clear understanding of the person responsible and accountable for tasks or programs within distributorship.
Working knowledge of routing procedures and able to suggest better route to market and/or manpower needs based on distribution and account frequency.
Knowledgeable on reps and area manager’s pay structure in order to program and hold accountable.
Provide on-going feedback relative to Distributors’ performance against objectives.
Develop working knowledge of geographic and demographic areas in assigned geography.
Develop expertise with regards to product competition and distributor competition in respective area.
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